Product Q&A

So you’re in the final month of the quarter 🗓, and you want to see what has happened to your pipeline and how you can still make an impact in the current quarter.  What do you do? If you’re @Jason Plank , Director, Enterprise Sales, you use Waterfall 📊 to ask Clari “What deals have slipped from this quarter?” and spot trends you can action:Jason shared that we have a field called Slipped Reason that is part of his inspection 🧐.  Any others using Slipped Reason? If not, how do you group your deals for inspection?

Still spending a month or more on onboarding new reps? What if you could cut this time by 50% or more?Presenting game tapes. 📹Game tapes are collections of your save-worthy, share-worthy, wow-worthy and cringe-worthy sales call. They make it easy for you to collect and share moments from sales calls that matter, helping your team grow as sales professionals. Game tapes come in handy both when you need to onboard new sales reps and to refresh learnings for your on-the-go sales force ahead of their next sales call/battle.For instance, a game tape of discovery questions from previous sales calls isn’t just a checklist for future meetings. It’s also a real-world highlight reel to train new reps on how-to and when to ask the right questions on call! Plus, game tapes are so easy to work with that updating new information and bringing everyone in the team up to speed happens in minutes (not days and months!).You can add an entire call to a game tape or even short clips from a bunch of calls.

 Take a look at our demo to see the app in action! Onboarding and user experience: The app has a new interface. The login flow has been improved for a quicker experience. See your upcoming meetings directly from the pre-call screen and toggle the recording feature for each call. The meeting status is now visible, indicating if it's an ad hoc call if the bot is connected and if it's in a connecting state. Disconnect live calls and stop recordings using the "Disconnect call" option. The "Disable demo mode" feature is exclusively available to internal users and allows representatives to choose whether or not to display the desktop app to external users during a screen-sharing session. Bookmark feature improvements: Create personalized bookmark categories in your Personal Settings. “Customer story,” “Positive Moments,” “Feature Request,” and “Follow Up” are default categories if no other categories are created. Select a category while bookmarking a moment in the desktop app live-

Exciting news for Clari users! Clari has recently announced the availability of the new Waterfall Widget for Dashboards, designed to give you quick visibility into the factors contributing to changes in your pipeline. One of the best things about Waterfall is that it comes with standard buckets that tell the story of what happened to your pipeline between the selected start and end times. This provides you and your teams a quick overview of your pipeline's status, allowing you to identify areas that need your attention quickly. Now all you need to do is create a Saved View or utilize an existing Saved View in Waterfall and start pinning the view to your dashboards, giving you access to the insights you need with the click of a button. Start pinning today! 

When will Waterfall have the capability to pin to a dashboard?

In one of our Field Config Office Hours sessions, we talked about how to surface win rates and days to close in Clari. Check out the answer in the video below (it’s under 2 minutes!). 

Are we going to meet, beat, or miss on Revenue? This question is top of mind for every board member and C-suite exec.   If you’re in FP&A, Ops, or a Revenue leader, how do you pressure test your forecast? 🧠 Clari SVP Sales, Holly Procter ​​@Holly Procter), uses Pulse to see what the machine ⚙️ is calling and pressure tests against each projection detail:  While this is likely done multiple times in the quarter, we’re including it as part of a week nine recommendation to check “What am I forecasting compared to what Clari is calling?”  How often are you pressure-testing your forecast?

What does Clari currently support for formula fields?Hot off the press — Formula Field Support article written by our very own expert @Ty Lapinski  Formula Field SupportA formula field is a type of field in Salesforce that calculates a value based on an Excel-like expression. In your organization's Salesforce instance, formula fields might be used to perform calculations for specific metrics.Example:On the opportunity object, you might have 3 fields:TCV - currency Term Months - number ACV - currency (formula)Both TCV and Term Months are used to calculate ACV with the formula:(TCV / Term Months) * 12.In this example, ACV is an essential metric for your company's reporting and would typically be added to various modules in Clari.While we support adding formula fields in all product modules, it’s important to understand some of the nuances with formula fields and how Clari extracts the data from Salesforce. How CRM Data is Extracted to RevDBClari’s RevDB snapshots your Salesforce data eve

It’s week 8 of the quarter. From our discussion last week, your leaders know that every day a deal is out there, it’s further at risk, so they ask you: “How much more can we expect to pull in this quarter (from a future quarter)?”🧐 Lucky for @Jen O'Pry, who leads a team of Commercial Account Managers, when leadership asks that question, she can pinpoint it with precision 🎯 using Trend:Jen shared how she then uses stage maturity and activity tracking to identify the deals that are “ripe” for pull-in 🍎.  How do you identify possible pull-in opportunities in your business?

What is Dynamic Partner Filtering? In layman's terms, this is how Clari prevents partner activity data from appearing in the wrong places.  By using a field value on the account record, we can associate the account and all domains within that account, including contacts on the account, as partners. Typically, you can share the "account.type" or "account.recordtype.name" field values with Clari Support and the necessary field values can be filtered out for prospective/customer activity. For example, you may pass Clari Support the values that are Account Type = Partner, Partner: Prospective, Customer/Partner, Partner/Prospect, etc. Share the above details with Clari Support, who will work with our internal teams to get you that Partner data dynamically filtered. Let’s go through a few scenarios to review how Clari would handle some common situations. What if…There are duplicate contacts that fit the same criteria?Per the "Unique Matches" section of the linked doc, we can have Autocapture

Sandbaggers. We’ve all seen them. Hey, maybe we’ve been sandbaggers ourselves. We aren’t here to judge. This is a safe space. Safe for us, but for current or future sandbaggers, we’ve got bad news.  We see you. You won’t get away with it, not for long.  How do we stop sandbaggers? Data.  Specifically? Data in Clari.   Pulse — Pacing Line Use Pulse to check your team’s performance against the purple pacing line to avoid that hockey stick at the end of quarter Go back to previous quarters and see if your team has a tendency to hit their number, but only in the last few weeks of the quarter Pulse — Scope Zoom into specific reps to see how their forecast changes week by week Ask yourself… Are there sudden large jumps in their forecast?  Do they always hit their number despite a low call at the start of the quarter? Flow and Waterfall — New Category Depending on your business, the New category can be great for identifying deals that were created and ar

Q: What is our best practice advice for assigning the Clari Integration user?A: We highly recommend assigning a Salesforce dummy user as the dedicated integration user. ex. ClariIntegration@afcrichmond.com Q: We had assigned a Sales ops person as the integration user.  We need to change this. Help! What do we do? A: Make sure the new integration user has equal or greater access to everything that the previous user had. Reach out to our support team and open a ticket. We advise that there should be minimal downtime as we make the switch. Our integration user is only used for RevDatabase load, so end users won't have many problems.https://claricommunity.force.com/customer/s/article/Clari-Integration-User

A cold wind blows 🌬. Sales people are in a frenzy, bombarding you and your team with more requests than you can count on your hands and toes⚔. You try to seek shelter, employing advanced evasive maneuvers only to get cornered by even more questions and requests from your leaders (and their boss). It’s End of Quarter and it can feel like the end of days.   Fret not, Clari is here to help.  Set things straight in Clari at the End of Quarter with these tips  Validate Forecasts  During forecast reviews, work with teams to make certain all deals are present and accounted for — know the path to the number Check for the green check mark on all Forecast Tabs to verify all forecasts are up to date Review leader’s adjustments and notes Is a deal missing? Work with your CSM or check our tips on how to find missing deals in Clari Highlight Changes to Fields  Edit View in the Opportunities Module to adjust your Highlighted Changes to Fields to 1 day to see which deals you ar

Clari's Export API enables you to export manual forecast submissions from Clari to a data warehouse (like Snowflake).Export API WebinarHow to read the Clari Export APIGenerating a TokenClari API DocumentationClari Copilot API DocumentationBuilding this integration will result in a routine extract of data from Clari to your internal systems, which you can modify to meet your needs. This will require some development work on your end, please see the next steps to engage the right resources to help with this project:Resources Required: Identify your token manager: Identify the person at your organization who will have access to create and manage the token. Our team will need to enable access for this user in Clari. Please open a support ticket and cc your customer success manager to get this feature flag turned on.  Assign Development Resources: Clari’s asynchronous API endpoint will require your development team to use an API client to familiarize themselves with the queries and test c

Field Configuration has been one of the most powerful features released in Clari that elevates admins to have detailed control over their instance. It’s exciting to know that Clari plans to release an equivalent feature for Forecasting.  While we all wait with bated breath, find some tips for submitting forecasting requests today to ensure a timely and accurate completion of your forecasting configuration request.   Plan Ahead 🔮 The sooner our team can be made aware of any needed adjustments, the better If there is a certain time new fields will be live that  we are using in the new configuration, note that within the request Our team will dedicate resources for a seamless process! On average, build/change requests can take about 4 or 5 days to complete Following the steps below can help keep that ETA shorter! If a project or request feels large, get in touch with your CSM for their guidance and assistance working with the configuration team Use the

Hi Clari Users, Has anyone run into the issue of data not updating in the analytics tab? Thanks,Joseph

Now that you can control the fields and layouts in your Opportunity Module with Field Config in Clari Studios, it’s a good idea to review some of our best practice recommendations for your Opportunity Grid and your Details Panel. The Opportunity GridThe fields that you pull into the Opportunity Grid should include: The fields that users need to update the most often; we recommend putting the most frequently updated fields first and limiting the number of fields you include in the grid so that you don’t have too many columns History-tracked fields that users want to monitor closely (in terms of changes) Amount fields that you want to aggregate (i.e. Deal Size, ARR, Upside Potential)   This helps team to be efficient because they can simply double click on these fields to update them whenever necessary. What’s more, Clari will highlight history-tracked fields that have been updated recently in red, green, or blue depending on if the update represents a positive, negative, or neutral

Since you added the new Risk and Momentum Indicators, does your opportunity grid look like this?Clear The Noise!The indicators are intended to highlight opportunities that require attention or stand out for positive momentum. This, along with the CRM score, can give at-a-glance insight into where reps and managers should focus their efforts or adjust tactics. If every deal has an indicator, that may not be very helpful in decision-making. Here are a few reasons this might be happening and ways to address them. Is The Deal Owner Sharing Their Activity? The Risk and Momentum Indicators use a connection between Clari and the user’s inbox and calendar to identify emails, meetings, and files exchanged between your reps and contacts on the opportunity. The most common reason the indicators show no activity, meetings, or files exchanged is that Activity Sharing is either disabled or disconnected. Users can check and make sure they have Activity Sharing enabled by clicking on their initials in

Clari’s Analytics Modules (Pulse, Trend, Flow, Waterfall, Funnel) answer many of the most revenue critical questions, but sometimes you’re left scratching your head on why the numbers don’t align with other parts of the platform or what does any of it all mean?! Real life customer calculating Clari’s AI projectionWhile we have a TON of analytics overview resources that can help answer many of your basic questions for each analytics module, I will be posting a series of articles focusing on answering some of the nerdiest questions you’ve all been asking (or not), so put your thinking cap 🎩 on because it’s about to get spicy 🌶! FORMULA FIELDSAn often overlooked part of analytics is the use of FORMULA FIELDS. Now, we do have an existing well-written hidden gem 💎 article that explains this, so I don’t want to reinvent the wheel. You can read about formula field support before you go to bed since sleeping is what helps create memories. BUT, for some of us that fall asleep just reading an

Linearity… or pacing 🏃🏾🏃🏼‍♀️: words that can stir up anxious emotions for Reps who have been hounded about them for weeks on end. 🤦🏻‍♀️  But, why does linearity really matter? @Eden Penfield, CS leader at Clari, shares her thoughts on this along with how she advises customers to ask Clari: “How are we tracking towards our linearity targets?”:  Ultimately, a lack of linearity🏒 = risk in the business.  Every day a deal is out there, more risk is introduced. How often do your teams talk about linearity/pacing (weekly, monthly)?  What do you action if it’s looking “off”?

Q: Why did the sales team refuse to create new pipeline? 🤔A: Because they heard it was a "pipe dream" and didn't want to get their hopes up! 🤣 While I doubt sales teams are refusing to create pipeline in quarter despite external factors making this challenging, pipe creation is still an important component of your revenue process.  PULSE REPURPOSED:There are numerous ways to use Clari to track pipeline creation. I recommend creating a Pipeline Health Dashboard. Although this is standard and an excellent way to aggregate created pipe, a commonly asked question is “How much pipe am I creating Week over Week”? You can build a saved view and apply filters to show pipe creation over a period of time:Although helpful, it’s not the most visual representation of WoW pipline generation. I like to use Pulse not only because it’s a great way to track how you’re progressing against your linearity targets and how your pipeline is evolving week over week, but because a not so common ‘hack’ I’ve fo

For Copilot to work seamlessly, it is important that every recording user completes the required setup as a part of their onboarding on the product.Failure to do so will result in: Copilot not joining the scheduled customer meetings  Missing out on identifying/processing dialer calls Losing out on leveraging Copilot’s real time capabilities (Battlecards, bookmarks and monologue alerts) As an Account admin on Copilot you always want to ensure that all the recording users added have completed the necessary steps so Copilot works as it is expected to. The 3 major steps (plus an optional step) that every recording user must complete are the following:  Calendar integration - Sync their calendar with Copilot so Copilot is aware of all the meetings that the user has scheduled and by default Copilot only joins calls where there is an external (from another company domain) involved.  Voice fingerprint - Record their voice on Copilot by reading the required content displayed to them just

Curious to know how you all use groups and charts in Clari! Would love to set up some best practice guides for your top use cases. To start off this discussion, my own is actually from working in Sales Ops when I was a Clari customer: slipped deal reviews (but churn reviews is a close second from my time on CS Ops 😉).My workflow: at EOQ I’d look at the last 2 weeks in Flow (you could also do this in Waterfall now!), click into the Slipped bucket, then try a few things out:Group by Owner and hierarchy- so I could see who my problem children were/which regions had deals slip in the last 2 weeks of the qtr 🤦🏻 Group by Close Date- to see if everything just got pushed to the last day of the NQ or EOY meaning it might not have been evaluated if it was viable/should be closed lost 🙄. These were the deals I did closer inspection on. Group by Slipped Reason - to see trends in WHY things slipped and find areas we might need more enablement on 👀   Looking at these groupings in Chart View mad

This week, VP of Sales @Michael Kenney is reiterating how valuable Trend is and showcasing how he asks Clari: “How much more can we expect to both create and win this quarter?” during week 6 of the quarter. MK shared that Trend 📈 is the number one module in his ❤️ — any others agree with him?  What are your favorite modules to glean insights from? Let us know in the comments!

One of the best features in the Opportunity Grid’s the capacity to change the timeframe for highlighted fields. Whether you landed in the Opportunity Grid from an Analytics Module or you are manipulating an existing View, you can quickly adjust how fields are highlighted to ensure you aren’t missing any context around the most important updates that occurred.  It’s a little hidden, so don’t feel bad if you missed it.  By clicking “Edit View” in the Opportunity Grid, you’ll see an expanded description of the filters being applied, the scope, amount etc. On the right-hand side of that panel, you’ll see the slider (pictured below) that allows you to adjust the timeframe we use for the highlights to your history-tracked columns.  By default, the highlights look at the last 7 days. In addition, to the last 7 days we can also display a timeframe of the last day, the last 14 days, the last 30 days, and the last 90 days.   Use the different time frames depending on what insights you are lookin